Markus Opens the Negotiations

It's finally lunchtime and Markus and Louis meet as planned. Markus offers for Louis to speak first, but Louis declines.

Markus: Thanks again for agreeing to meet today. I really appreciate you taking the time during your lunch.

Louis: Okay, well, let's get started. I'd like to resolve this as soon as possible so we can get back to work.

Markus: Great. Okay, well, if there's anything you'd like to say first, please be my guest.

Louis: Oh, no, I insist you go first. After all, you're the one who asked to meet with me.

Markus: Very well then. First of all I want you to know that I am fully aware of the challenges you have faced in running this company in the last few years. I understand that the poor weather last year ended up costing you and all of the local landscape companies a lot of money. However, I think you realize that I am unsatisfied with my current salary. I've been with Landscape labourers for 5 years now and there have been many other years that were profitable. Despite how much your business has grown, I'm making less than a dollar more than I was the day I started.

Louis: You're lucky to have a job in these times.

Markus: Yes, and I'm very thankful that you have employed me all this time, especially during the slow seasons when the company is struggling to make a profit. It means a lot to me to have that stability, which is why I have remained loyal to your company.

Louis: You haven't had much choice but to remain loyal, Markus. There are no jobs out there.

Markus: Well if you don't mind, I'd like to finish what I have to say and then you can let me know what your position is. As a matter of fact, there are a few companies hiring right now in our area. These are not all necessarily companies that I would be interested in working with. For example, you and I both know that I would never want to work for a company such as Powell Designs. I'd much prefer to be associated with a company like Landscape Labourers because we do a good job. Having said that, I took the liberty of calling a few other local companies to find out what type of salary packages they offer to their foremen.
Louis: Foremen? I don't have a foreman. I never have. It's not my style. Don't forget, you're a contract labourer just like the rest of the crew.
Markus: Yes, I thank you for bringing that up. Besides deserving a higher salary, one that is competitive with local companies, I also think that I deserve a new title. You and I both know that the crew looks to me as though I am a foreman, even though I don't have the title.

Louis: You don't have the title, but you don't have the responsibility either. It's a lot of work being a foreman.

Markus: Exactly. And you can't say that you haven't noticed me coming in earlier than the others and leaving later. I also designate jobs to all of the crew members each morning and call suppliers when needs arise. These are duties of a foreman, am I right?

Louis: I suppose. But a foreman also helps solve conflicts that arise within a team, and deals with customer complaints. You always pass those things on to me.

Markus: I agree with you on that. However, I would be willing to take on these extra responsibilities, should you offer me a foreman position at a rate of $25.00 per hour.

……………

1.Who takes part in these negotiations? What are their positions, do you think?

2.What problem is being discussed?

3.What are Markus’s demands? Do you find them reasonable?

4.Do you think he found the convincing arguments to prove his point?

5.What’s Louis’s attitude towards Markus’s demands, judging by the information from the script?

6.The dialogue is unfinished. Complete it making different endings:

- Markus achieves his goal.

- Louis stands his ground.

- Markus and Louis find a compromise.

Think over other possible outcomes.

7.Comment on the language used by the participants. Is it appropriate? Aren’t there any phrases that sound too categorical?

8.Reproduce the dialogue making up any appropriate ending you like.

Task 2: Match the sentences on the left with the more diplomatic sentences on the right.

1. There’s no way we can invest in your project in its present form. 2. We must talk about start-up costs first. 3. We want some other collateral. 4. We won’t lower our interest rate. 5. You must try to bring in another backer. 6. Your interest rate is far too high.

a. Could you offer some other collateral? b. I’m afraid that’s the lowest rate we can offer. c. Unfortunately, we couldn’t invest in your project in its present form. d. Is there any possibility you could bring in another backer? e. Maybe we should talk about start-up costs first. f. Your interest rate is higher than we were expecting.

Task 3: Make sentences using the information below. Start each sentence with If.

1. we/delay/miss/opportunity

2. you/not/repay/overdraft/they/take legal action

3. we/take out/ loan/we/be able/ extend/factory

4. we/fail/we/learn from/mistakes/start again

5. you/want/repay by installments/terms/change

6. you/bring in another backer/we/consider revising/rate

7. we/can’t get/loan/we/have to/ turn to family and friends/start-up capital

8. you/not/bring/account/within/credit terms/we/suspend/credit facilities

Task 4: In negotiations, you cannot always answer all questions immediately. Note how Speaker B expresses the need for a little thinking time, and complete the exchanges with the phrases from the table below.

1. A: Do you think you’ll be able to break even in two years?

B: Well, maybe, erm, ………

2. A: So exactly how many backers will you be able to find?

B: Can I…...?

3. A: Will you accept payment by installments?

B: We’ll ……

4. A: We’d like to know why the overdraft hasn’t been repaid yet.

B: I’ll……

5. A: How much will you need for start-up costs?

B: Well,……

6. A: So we’re all agreed on the collateral, then?

B: ……

hold on a minute; get back to you on that one; think about that;

I don’t know really; that really depends on the market; look into that

Appendix II

I. Summary Writing

A summary is a condensed version of a larger reading. A summary is not a rewrite of the original piece and does not have to be long nor should it be long. To write a summary, use your own words to express briefly the main idea and relevant details of the piece you have read. Your purpose in writing the summary is to give the basic ideas of the original reading. What was it about and what did the author want to communicate?

While reading the original work, take note of what or who is the focus and ask the usual questions that reporters use: Who? What? When? Where? Why? How? Using these questions to examine what you are reading can help you to write the summary.

Sometimes, the central idea of the piece is stated in the introduction or first paragraph, and the supporting ideas of this central idea are presented one by one in the following paragraphs. Always read the introductory paragraph thoughtfully and look for a thesis statement. Finding the thesis statement is like finding a key to a locked door. Frequently, however, the thesis, or central idea, is implied or suggested. Thus, you will have to work harder to figure out what the author wants readers to understand. Use any hints that may shed light on the meaning of the piece: pay attention to the title and any headings and to the opening and closing lines of paragraphs.

In writing the summary, let your reader know the piece that you are summarizing. Identify the title, author and source of the piece. You may want to use this formula:

In "Title of the Piece" (source and date of piece), author shows that: central idea of the piece. The author supports the main idea by using

_____________________ and showing that ____________________.

Here is a sample summary:

In the short story «The Secret Life of Walter Mitty,» author James Thurber humorously presents a character who fantasizes about himself as a hero enduring incredibly challenging circumstances. In his real life, Walter Mitty lives an ordinary, plain life; he is a husband under the control of an overbearing, critical wife. Thurber uses lively dialogue to give readers an understanding of Mitty's character. The story takes place over a period of about twenty minutes; during this brief time, Mitty drives his wife to the hairdresser and runs errands that his wife has given him while he waits for her. In between his worrying that he is not doing what she wants him to do, he daydreams about himself as a great surgeon, brilliant repair technician, expert marksman, and brave military captain. This story shows that fantasy is often a good alternative to reality.

Remember:

· Do not rewrite the original piece.

· Keep your summary short.

· Use your own wording.

· Refer to the central and main ideas of the original piece.

· Read with who, what, when, where, why and how questions in mind.

· Do not put in your opinion of the issue or topic discussed in the original piece